I got an email just the other day from one of our webinar team. He wanted to highlight that six different people from one of our competitors had signed up for the next webinar – some using their own names and others using aliases. He wanted my take on that, and I will get to…
Just because you think your product is awesome doesn’t mean your customers will. I have learned that lesson many times. The customer’s opinion is the only one that matters. As I reflected on our deepening partnership with Salesforce, as announced by Neeracha Taychakoonavudh at Dreamforce, I was reminded of a time when we missed the…
I started my first business back in 1986 when I was in my early-twenties. It was a typical software start-up. We didn’t have any money, so had to go about business the old-fashioned way – making profits from the outset. When I say ‘we’ I use that in the royal sense. Really there was only…
We are always biased. We always see things from our own perspective. We’re focused on protecting our own interests. We get upset when people don’t let us pull out in front of them in traffic and annoyed when someone cuts us off. We get frustrated when the person in front of us takes too long…
This is continuation of my previous post: A Sales Story for our Time. This is not the way it’s meant to be. It’s far too complicated. Christy Dignam’s plaintiff voice crept out from the Bang and Olufsen surround sound system in Jack Swenson’s new 7 Series. Jack always felt that Dignam, the lead singer of…
There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may remember the ‘No one gets fired for buying IBM’ adage. Buying from a market leader was often…
